Before You List, Pick a Real Pricing Strategy — Not a Guess
If your home didn’t sell the first time or you’re thinking about listing soon, one question matters most: How do you price your home? Not based on Zillow or your bank account—real pricing means basing decisions on market data, buyer behavior, and your own goals.
A quarter of homes didn’t sell the first time and were often delisted instead. In fact, a 47% surge in delistings in May 2025 shows sellers are pulling listings rather than face price cuts. That’s a red flag: HOPE IS NOT A STRATEGY
Don’t be that homeowner. Choose a plan. And here are three proven ones:
1. Aspirational Pricing
What it is: Listing above comparable (comp) homes—attracting buyers who seek premium properties.
When to use it: You have a unique home, no real comps, and no rush to sell.
The risk:
Shrinking buyer pool—higher price turns many off.
Longer days on market—buyers assume there’s room to negotiate.
Delisting risk—you may have to pull the home if it stalls.
Do this instead:
Only lean into this if you truly have standout value.
Make sure your marketing package—photos, description, staging—supports that premium image.
2. Comp-Based (Market Value) Pricing
What it is: Pricing your home near recent nearby sales, ensuring it appears in buyer searches.
When to use it:
You’re in a neighborhood with good comps
You want serious buyer interest
You’re aiming to sell in a specific timeframe
Why it works:
Successful for homes under $1M—data shows it balances speed and price.
What sellers should know:
There’s wiggle room: list at higher, mid, or lower end of comps depending on strategy.
Do this instead:
Pick your position in the range strategically, with your agent’s insights.
3. Event-Like (Competitive) Pricing
What it is: Listing just below comps to generate high engagement—like launching a limited-time sale. ()
When to use it:
In hot seasons like spring/summer
When you want speed or a bidding war
Why it works:
Appealing low price increases site clicks and showings
Low pricing often drives multiple offers, then generates strong final sales
Caution:
Don’t price too low—buyers may assume problems.
Do this instead:
Collaborate with your agent to set a slightly-under comps list price.
Be clear you’re open to multiple offers and have a threshold in mind.
Bonus: Add a Pricing Tier Strategy
Consider a Good–Better–Best model:
“Good” = priced to move fast
“Better” = market-comp sweet spot
“Best” = premium/aspirational
This gives buyers clear options and helps anchor expectations—plus upsells your best features.
Why Pricing Matters Now
47% more homes delisted in May—not because inventory is tight, but because sellers weren’t ready to adjust on price
Over 20% of June listings saw price reductions—the highest rate since at least 2016
Median days on market rose to 53—five more than pre-pandemic norms
In today’s market—slowing, with rising inventory—how you price sets the tone. Correct pricing could mean a sale fast and for full value. Overpricing could mean delays, reductions, or a full pull-off.
Want a Smart Pricing Plan?
A well-chosen strategy is just the start. You also need:
A thoughtful marketing plan: pro photos, timing, ad strategy
A fitted timeline strategy: move-out goals, buyer pace
A Plan B: what happens if your home stalls—temporary rental? relisting later?
Timing Is Key Factor: Let Your Timeline Guide Your Pricing Strategy
When it comes to pricing your home, it’s not just about the number—it’s about when you want to sell and why. Your timeline can (and should) shape your pricing strategy.
If you need to move quickly—maybe you’re relocating, buying contingent, or aiming to get ahead of seasonal market shifts—competitive or event-like pricing is often your best bet. This approach generates immediate interest by pricing slightly below comparable homes, driving foot traffic and urgency from buyers. The result? More showings, more offers, and a faster path to closing.
On the other hand, if you’re not in a rush and your goal is to maximize every dollar, you might consider aspirational pricing—but only if it’s supported by upgrades that elevate the home’s appeal. For example, putting $30,000 into strategic improvements (such as a kitchen refresh, updated bathrooms, or enhanced landscaping) could boost the home’s perceived value by $45,000–$60,000 or more. But you’ll likely need to delay your listing timeline by 3–6 months to complete the work.
In either case, aligning your pricing strategy with your timeline allows you to confidently navigate the market. Whether you’re chasing top dollar or speed, the right combination of preparation, presentation, and price makes all the difference.
Need help designing a modern pricing strategy for your home? Talk with me—I build local plans that balance speed, visibility, and final sale.
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